Mind the Generational Gap
Kollmann agreed that not listening to the prospective buyer is the biggest mistake shared by both generations.
"There are excellent salespeople with stellar listening skills in every generation. For those who could sharpen their listening skills, what seems to vary between generations is why they're not listening," she said. "Boomers proclaim experience; Gen Xers are used to thinking independently, so while the buyer is telling their story, the Xer already has jumped ahead to the close without taking into account what they're really being told."
Hannah Abrams is the senior content editor for Promo Marketing. In her free time, she enjoys coming up with excuses to avoid exercise, visiting her hometown in Los Angeles and rallying for Leonardo DiCaprio to win his first second Academy Award.